Negotiate Business Contracts that Last
After engaging in the complex process of business negotiation, business negotiators are often happy to pass off the technicalities of deal drafting to their attorneys. Unfortunately, this … Read Negotiate Business Contracts that Last
The Moral Quandary: Negotiation Exercises Featuring Ethical Dilemmas
In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect.
To help professionals prepare … Read This Post
ESL Negotiation: Avoid Confusion and Conflict
“The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that … Read ESL Negotiation: Avoid Confusion and Conflict
Teaching Negotiation Videos – All Downloadable!
Have you been energized by the unique “aha” moment students experience when negotiation videos are used in their class? Us too! … Read Teaching Negotiation Videos – All Downloadable!
The Anchoring Bias Can Get Talks off to a Strong Start
Should you make the first offer in a negotiation? Typically yes, abundant research on the anchoring bias suggests. What is anchoring in negotiation? In negotiations centered on … Read This Post
Compensation Negotiation Tips for Salary Bargaining
Job candidates are often eager for compensation negotiation tips, and with good reason: they tend to be at a bargaining disadvantage relative to the hiring organization. Due … Read This Post
Entrepreneurial Negotiation – New Book on Negotiation Challenges for Entrepreneurs
Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success
The great majority of startups fail, and most entrepreneurs who have succeeded have had to … Read This Post
Negotiation research you can use: In job interviews, is it better to be excited or calm?
When interviewing for a job, you might wonder whether you’ll be viewed more favorably if you appear excited and enthusiastic or if you seem calm and collected. … Read This Post
Shades Israel Fellows Walk the Abraham Path Together
On June 5, 2013, Shades Israeli and Palestinian fellows walked the Abraham Path in Israel’s Negev on a guided tour organized by PON Senior Fellow Shula Gilad, … Read This Post
In This Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal
During a crisis negotiation, all that may seem to matter is reaching a deal as quickly as possible. The desire to head off a disaster may lead … Read This Post
Most Startups Fail. But Yours Doesn’t Have To.
We recently interviewed Samuel Dinnar—instructor at the Program on Negotiation at Harvard Law School, global entrepreneur, and strategic negotiation advisor—about his new book, Entrepreneurial Negotiation: Understanding and … Read Most Startups Fail. But Yours Doesn’t Have To.
Learn How to Detect Lies in Negotiation
Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are … Read Learn How to Detect Lies in Negotiation